\"...The best companies I've seen layer sales on top of product led growth.\"
Takeaway:\"The expectations are set upfront... If you're just looking to maximize your OTE that's probably not the best place... You also want to think about the equity and the full package.\"
Takeaway:\"...think about the key outcomes that you're looking for the seller to achieve... one of the first key outcomes is learning how to prioritize their book of business.\"
Takeaway:\"...we actually think about the mindset in each of those stages... at stage 2, we call that the curious investigator... we expect our sellers to embody the mindset of a value articulator.\"
Takeaway:\"...we use Notion AI... Now we use Notion Research mode that aggregates information... and creates a polished briefing doc within seconds.\"
Takeaway:\"...the common mistake is that you're single threaded, you're with the wrong people, and you're not multi-threaded enough... I would argue it's not a real champion if they're not willing to introduce you to more people...\"
Takeaway:\"Cold calling is hard... When you cold call someone and you get a rejection, that hurts... So if you are putting yourself out there and cold calling... you have to try it.\"
Takeaway:\"I would say it's always earlier than you think... as you go up market, those customers do not buy without talking to a human... and you don't get in front of those people with a product led motion.\"
Takeaway:\"...we call them the Renaissance reps, where they're generalists, they're adaptable, they're highly skilled and communicating and collaborating with the internal stakeholders... and that's where you learn the most.\"
Takeaway:\"It's figuring out who is your ideal customer profile, and I strongly believe it's the founder, because that's not going to guide your go to market strategy, it's also going to guide your product roadmap and where do you continue to lean in.\"
Takeaway: